The reality is sales managers find themselves between a rock (senior management expectations) and a hard place (sales professionals expectations), while trying to achieve top line sales revenue goals.Senior management is often impatient and has unrealistic expectations. On the other hand sales professionals have personal and professional needs and can become restless. Since the good ones are among the most mobile of all business disciplines they have many employment opportunities.
Meeting company expectations while developing and keeping high performing sales professionals is a constant and tenuous balancing act. Add in the complexities of soliciting and galvanizing internal support from other departments and satisfying the customer and you have a recipe for a nervous breakdown!
Managing these frequently divergent needs within any organization takes a very unique set of professional skills and behavioral traits.
Finding and keeping a successful sales manager is key to consistent sales performance, we suggest senior management focuses on the following three areas:
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